Managing for Impact

Go beyond minding the metrics as a revenue manager; build the skills necessary to become a true coach for your team.
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Why should I take this course?

Managing your sales or CS team requires entirely different skills from the role of an individual sales rep. Learn effective sales management techniques, how to create a coaching culture within your team, how to run effective 1:1s and team meetings, and how to use role-play and call reviews to improve your team’s ability to positively impact customers.

Who

Course Format

Prerequisites

  • Newly promoted or hired Sales & CS managers or Team Leads
  • Sales and CS reps who are interested in being promoted to manager
  • 8 hours live instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25
None.

Course Schedule

Registration links open in Winning by Design's website.
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Curriculum

Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.

Week 1:
The REKS Coaching Framework

Module 1
Pillars of Coaching

Introducing the mindset shift from individual contributor to manager and coach. Understand the core elements required to build and implement a coaching culture.

Module 2
Execute Roleplays for Skill Building

Learning by doing is critical for a performance-based profession; learn how to use a learning-science backed technique to set up effective role plays and peer-to-peer feedback.

Week 2:
Effort to Knowledge

Module 3
Structuring a Coaching Cadence

Learn how to design and build your manager cadence for a quarterly, monthly, and weekly flow to avoid process decay and develop long-term skill mastery.

Module 4
High-Impact Coaching

Learn the ingredients to enable your team with an environment to collaborate by having peers review each other’s recorded calls.

Week 3:
Knowledge to Skills

Module 5
Great Questions Coaches Ask

Understand the purpose of different types of questions, and how asking the right questions can positively affect team culture and relationships and encourage career development.

Module 6
Structure of 1:1 Meetings

Focus 1:1 meetings on more than forecasting and results, incorporate career development and align meeting cadence with
sales velocity.

Week 4:
Ongoing Skill Development

Module 7
How to Handle Candid Conversations with Productive Feedback

How to build strong professional relationships through being confrontational without attacking.

Module 8
Run Team Meetings for Skill Development

Long term skill development requires multiple types of coaching sessions, 1:1, small team, and large scale sales meetings.
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To learn more about the instructors and curriculum, visit the Winning By Design course website.